Lewis Howes

So it's a nice warm-up.

The best pitchers, when they were all the way in the public zone, signaled, hey, sharks.

And they'd walk into the room, they'd take their place on the carpet, and they'd go, good morning, sharks.

Or, hey, Kevin.

Mark, we'd love to have a deal with you.

They would greet with some kind of hand gesture.

The least successful pitchers walked in with, I think, they thought they were being humble, but it actually reduced trust.

They hid their hands either in fists, behind their backs, in their pockets, or holding a prop.

Sometimes accidentally they hid their hands, and they didn't hand greet.

That makes it really hard for someone to say, I can trust you.

And that is a primitive part of our brain that when we can't see someone's hands, like if I were to do this entire interview with my hands behind my back.

What's she doing?

What are her hands doing?

And what's interesting is Susan Goldwood Meadow researches gesture.

She spent her entire academic career researching gesture.

And she found that gestures carry more weight than words.

So if a pitcher, a Shark Tank pitcher, were to go on and say, today I have a really big idea.

It's really big, and I hold my hands up like it's really big.

It's really small.

You're like, no way, it looks small, Vanessa.